Regional Sales Manager - West Coast
Diagraph an ITW Company, Des Moines, IA, United States
Responsibilities
Provide managerial leadership to the regional sales team to meet or exceed sales revenue and margin goals.
Champion the division's brand and products in the market.
Manage individual performance to established/developed KPIs.
Evaluate team performance and develop talent as necessary.
Optimize team member skills through coaching and mentoring.
Reinforce and guide successful execution of sales methodology and process across the region.
Work with cross‑functional groups to establish commonality, develop strategy, and drive execution of programs. This includes all sales regions, Field Service, Customer Service/Support, and Marketing.
Maintain sales programs within the assigned territory by ensuring the team keeps customers informed about available services, supplies, prices, and new products.
Monitor competitive activity and trends within the territory.
Ensure the team meets revenue objectives on a monthly, quarterly, and annual basis as well as unit goal objectives by core product line.
Work with the regional team to handle all complex issues and projects.
As a CRM SME, drive team accountability for each territory for funnel hygiene, funnel health, competitive and Diagraph asset base, and salesperson activities.
Follow company safety guideline policies and maintain company property.
In accordance with the National Sales Strategy, create a regional sales strategy and tactics.
Maintain focus on continuous improvement by applying 80/20, PLS, and USA principles/techniques and make process improvement recommendations to management.
Qualifications
Minimum 5 years of industrial‑related, capital equipment sales experience, both direct and indirect.
At least two years in a sales management or people management role.
Thorough understanding of the complete sales process, including end‑user focus and strategic selling.
Experience in formal performance management measurement and solid financial knowledge of gross revenue and margin.
Strong individual accomplishments and ability to work effectively in a team‑based atmosphere.
Open to regular overnight travel.
Bachelor’s degree in business/marketing or engineering preferred; Associate degree in a technical field and at least 10+ years industry experience required.
Other Requirements & Conditions Physical/Visual Activities or Demands: The employee may be required to talk, hear, sit, type, twist/turn, reach above shoulder, stand, walk, bend, and grasp with hands. The employee may occasionally carry up to 50 pounds and push/pull up to 20 pounds. Vision requirements include concentrated attention, close and far vision, depth perception, color vision, and the ability to focus objects sharply.
Working Conditions
Typical Office (Remote) – 40%
Domestic Travel – up to 60%
Significant automobile driving – 66%
Machines, tools, equipment, and work aids: Computer, Microsoft Office Suite, calculator, telephone, scanners, printers, CRM.
License(s)/Certification(s) None required.
Compensation Information The expected compensation range for this position is $141,375–235,625 annually, including additional compensation such as bonuses, incentives, or benefits as applicable. Actual compensation within this range will be determined based on a variety of factors, including but not limited to relevant experience, skills, education, certifications, geographic location, and internal equity.
Equal Opportunity Statement As an Equal Opportunity/Affirmative Action Employer, ITW Marking & Coding does not discriminate in hiring or in the terms and conditions of employment because of an individual's race, color, religion, gender, national origin, age, disability, sexual orientation, marital status, veteran status, arrest record, citizenship, or any other category protected by federal, state, or local laws. EOE/M/F/Vet/Disability.
ITW is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, sex, gender identity, sexual orientation, religion, national origin, age, disability, protected veteran status, or any other characteristic protected by applicable federal, state, or local laws.
Legal Review This job description in no way states or implies that these are the only duties to be performed by the employee occupying this position. Employees may be required to follow other job‑related instructions and to perform other job‑related duties as requested, subject to all applicable state and federal laws.
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Provide managerial leadership to the regional sales team to meet or exceed sales revenue and margin goals.
Champion the division's brand and products in the market.
Manage individual performance to established/developed KPIs.
Evaluate team performance and develop talent as necessary.
Optimize team member skills through coaching and mentoring.
Reinforce and guide successful execution of sales methodology and process across the region.
Work with cross‑functional groups to establish commonality, develop strategy, and drive execution of programs. This includes all sales regions, Field Service, Customer Service/Support, and Marketing.
Maintain sales programs within the assigned territory by ensuring the team keeps customers informed about available services, supplies, prices, and new products.
Monitor competitive activity and trends within the territory.
Ensure the team meets revenue objectives on a monthly, quarterly, and annual basis as well as unit goal objectives by core product line.
Work with the regional team to handle all complex issues and projects.
As a CRM SME, drive team accountability for each territory for funnel hygiene, funnel health, competitive and Diagraph asset base, and salesperson activities.
Follow company safety guideline policies and maintain company property.
In accordance with the National Sales Strategy, create a regional sales strategy and tactics.
Maintain focus on continuous improvement by applying 80/20, PLS, and USA principles/techniques and make process improvement recommendations to management.
Qualifications
Minimum 5 years of industrial‑related, capital equipment sales experience, both direct and indirect.
At least two years in a sales management or people management role.
Thorough understanding of the complete sales process, including end‑user focus and strategic selling.
Experience in formal performance management measurement and solid financial knowledge of gross revenue and margin.
Strong individual accomplishments and ability to work effectively in a team‑based atmosphere.
Open to regular overnight travel.
Bachelor’s degree in business/marketing or engineering preferred; Associate degree in a technical field and at least 10+ years industry experience required.
Other Requirements & Conditions Physical/Visual Activities or Demands: The employee may be required to talk, hear, sit, type, twist/turn, reach above shoulder, stand, walk, bend, and grasp with hands. The employee may occasionally carry up to 50 pounds and push/pull up to 20 pounds. Vision requirements include concentrated attention, close and far vision, depth perception, color vision, and the ability to focus objects sharply.
Working Conditions
Typical Office (Remote) – 40%
Domestic Travel – up to 60%
Significant automobile driving – 66%
Machines, tools, equipment, and work aids: Computer, Microsoft Office Suite, calculator, telephone, scanners, printers, CRM.
License(s)/Certification(s) None required.
Compensation Information The expected compensation range for this position is $141,375–235,625 annually, including additional compensation such as bonuses, incentives, or benefits as applicable. Actual compensation within this range will be determined based on a variety of factors, including but not limited to relevant experience, skills, education, certifications, geographic location, and internal equity.
Equal Opportunity Statement As an Equal Opportunity/Affirmative Action Employer, ITW Marking & Coding does not discriminate in hiring or in the terms and conditions of employment because of an individual's race, color, religion, gender, national origin, age, disability, sexual orientation, marital status, veteran status, arrest record, citizenship, or any other category protected by federal, state, or local laws. EOE/M/F/Vet/Disability.
ITW is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, sex, gender identity, sexual orientation, religion, national origin, age, disability, protected veteran status, or any other characteristic protected by applicable federal, state, or local laws.
Legal Review This job description in no way states or implies that these are the only duties to be performed by the employee occupying this position. Employees may be required to follow other job‑related instructions and to perform other job‑related duties as requested, subject to all applicable state and federal laws.
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